Associate Business Development Alliances Manager

ExtraHop

2d•$75,000 - $85,000

About The Position

ExtraHop is seeking an Associate Business Development Alliances Manager to manage the day-to-day operations of co-sell, marketplace, referral, and partner activation programs with strategic cloud and technology partners. Initial priorities include expanding North American co-sell and marketplace activity with AWS and Google Cloud, and supporting joint selling and integration-led co-sell with CrowdStrike and other strategic technology partners. The role coordinates with ExtraHop sales teams, Deal Ops, channel and technology partners, and internal teams to advance shared opportunities, activate partners and sellers, and translate partner relationships into measurable pipeline and revenue. Responsibilities include managing opportunity registration and follow-up, Deal Ops handoffs, partner activation, and performance reporting. The role also develops repeatable partner-program processes, supports joint go-to-market activity, and helps remove friction from partner-led deals. The successful candidate will have practical experience operating co-sell, marketplace, or referral programs and be comfortable using Salesforce and partner tools. Cybersecurity familiarity is valuable; the role will build knowledge of ExtraHop’s Network Detection and Response platform and its place in the security ecosystem. This is a highly collaborative position involving Sales, Deal Ops, Marketing, Product, Alliances, and partner field organizations.

Requirements

Bachelor’s degree in Business, Marketing, or a related field, or equivalent experience.
At least 3 years of experience in alliances, partner operations, channel, or business development, including hands-on work with a cloud marketplace (AWS or Google), co-sell, or referral program.
Proven ability to develop relationships with partner field organizations and translate those relationships into measurable business outcomes.
Experience working with cybersecurity technology vendors, channel partners, resellers, or systems integrators.
Understanding of enterprise cybersecurity technologies and the security operations market.
Demonstrated ability to develop and execute joint go-to-market and co-selling strategies.
Strong business acumen and ability to understand pipeline, revenue, and sales performance metrics.
Excellent communication, presentation, relationship-building, and organizational skills.
Ability to work cooperatively with Sales, Deal Ops, Marketing, Product, Engineering, and other cross-functional stakeholders.
Ability to work effectively in a fast-paced environment and manage multiple strategic initiatives simultaneously.

Nice To Haves

Familiarity with AWS and Google Cloud marketplace transactions, including private offers, CPPOs, and commitment drawdown.
Experience with leading cybersecurity technology platforms and familiarity with Endpoint, SIEM, NDR, XDR, SOAR, cloud security, and security operations technologies.
Existing relationships with cybersecurity channel partners, resellers, and systems integrators.
Experience developing referral, co-sell, marketplace, or other partner-led commercial programs.
Experience with Cloud 3PI tools such as Tackle.io, account-mapping tools such as Crossbeam, or other ecosystem-led growth and partner management tools.
Advanced proficiency with spreadsheets, pivot tables, and business reporting.

Responsibilities

Execute co-sell programs with strategic cloud and technology partners, supporting strategies set by Alliances leadership.
Manage co-sell opportunity workflows in AWS Partner Central/ACE and the Google partner portal, including submission, acceptance, and follow-up.
Facilitate joint account mapping and opportunity progression between ExtraHop account teams and partner field counterparts.
Maintain working relationships with partner field, channel, solutions engineering, and alliance teams to support joint customer meetings and co-sell execution.
Identify and track marketplace-eligible opportunities and work with account teams and partner representatives to move them toward marketplace transactions.
Serve as the Alliances point of contact for Deal Ops by handing off deal details and following up on marketplace deals.
Educate sellers and partners on marketplace purchasing, cloud commitment drawdown, and positioning marketplace transactions with customers.
Operationalize referral programs.
Build and document repeatable playbooks and processes for co-sell, referral, and marketplace motions that increase partner-sourced and partner-influenced pipeline.
Run partner activation, including onboarding checklists, first-deal playbooks, and time-to-first-opportunity tracking.
Coordinate partner and seller enablement with Marketing and Partner Solutions Architecture, including sales presentations, use cases, competitive positioning, and joint solution messaging.
Support joint webinars, events, executive briefings, and customer workshops.
Track and report partnership performance, including joint opportunities, pipeline, sourced and influenced revenue, marketplace-transacted bookings, and customer activity.
Maintain pipeline hygiene and dashboards, and report regularly to leadership.
Prepare data and materials for partner business reviews led by Alliances leadership.
Collaborate with Sales, Sales Ops/RevOps, Deal Ops, Marketing, and Partner Solutions Architecture to remove friction from partner-led deals.
Build working knowledge of ExtraHop’s Network Detection and Response platform and complementary partner platforms.
Identify and address process gaps to make partner programs more scalable and efficient.

Benefits

Medical, dental, and vision coverage effective Day 1.
Flexible PTO, sick time prorated based on date of hire, and all US federal holidays.
Three days of paid volunteer time.
Eligibility for an annual discretionary performance-based bonus for non-commissioned positions.
FSA and dependent care accounts, plus EAP where applicable.
Educational reimbursement.
401(k) with employer match or pension where applicable.
Pet insurance (US only).
Parental leave (US only).
Hybrid and remote work model.
Stock option grants.